大锦囊001think.com（品牌营销第一资料库）海量精品策划资料!QQ:1242116556PricwaterhouseCoopersCASEDISCUSSIONBUSINESS/STRATEGYInterviewCaseStudy#2TelekenesisInc.PricewaterhouseCoopershasrecentlyproposedon,andappearstohavewon,amajorengagementtocreateaninformationtechnologystrategyforTelekenesis.PricwaterhouseCoopershasworkedforTelekenesisinthepast,buthasnotdoneanysignificantworkforoverayearandahalf.ThisisPricwaterhouseCoopers’firstsubstantialengagementwiththecompany.CompanyBackgroundTelekenesiswasformedin1992byexecutivesfromfourformerRegionalBellOperatingCompanies(RBOCs)andtwoprincipalsinSiliconValleytechnologystart-ups.Oneoftheprincipalsisfromastart-upcompanythatpioneeredanewkindofwirelesspropagationtechnology.Telekenesiswasfoundedontheprinciplethatthecurrenttelecommunicationsindustryispopulatedwithcompanieswhoarealmostcongenitallyincapableofoptimizingtheirformoforganizationandculturetomeetthecompetitivechallengesofthe1990s.Thefoundersbelievethatlocallooptechnology,whichreliesoncommunicationdeviceswhicharepeersinalargetechnologycommunity,whereeverydevicehasapermanentandunchangeableidentification,isthesilverbulletofthetelecommunicationsindustry,andthattheRBOCsarenotreadyorwillingtoexploitit.Locallooptechnology(LLT)isconsideredbyRBOCmanagementtoberadical,unprovenandunreliable.TelekenesisInc.ismodestlyprofitable,with$131,000,000insalesandapproximately200,000customersspreadoutoverfouradjacent,mostlyruralgeographies.Approximately90%ofitssalescomefromfoursmalllocaltelephonecompanies.Thecompany'sstrategyistousetheoperatingexperienceandcustomerpositioningofthefourlocaltelephonecompaniestodevelopandimplementlocalloopwirelessserviceorLLWS(oftenpronounced"laws").Theconceptbehindthisserviceisbasedonthefactthatthecurrentphonecompaniescontrolwiringtoandfromacentralofficefacility.Thisfacilityisineffectabigswitchingbox.Thecentralofficeactslikeabighubwithmanyspokesradiatingfromit.LLWSeliminatesthecentralofficeandsubstitutessimple,unobtrusive,premiseswirelessrelayequipment.Thereisatl...
